Steven Hancock Email & Phone Number

Engaged to expand the sales and BD efforts across the higher education industry. Doctums Global proposes a different, more deliberate outcomes-based approach that enables best practices and improves technology adoption. As a group of senior leaders that have spent on average more than 20 years in the industry, DG has been practitioners at universities as well as service providers to the industry.

Supported the sales efforts in ASR’s Higher Education division. Focused on the analytics needs in client and prospect institutions.

Provided substitute teaching support at various high schools.

United States

Engaged as Head of North America Sales of Mongoose Cadence, a cloud-based, enterprise text messaging platform focused on Higher Education. Defined, enabled, coached and expanded a team of field and inside sales professionals. Implemented sales methods and solidified the corporate CRM to reflect a professional sales organization's process and use.

Reston, Va

Developed market awareness and drove sales of the SaaS solution, Oracle CX (formerly RightNow).• Managed sales opportunities for named accounts, engaging partners and appropriate corporate resources.• Strengthened relationships with partner organizations by co-creating value-driven RFP responses.• Educated clients about Oracle CX Marketing Cloud, Service Cloud, Sales Cloud, Social Cloud, Commerce Cloud and Oracle's related Hosting and Managed Services for the solution. Key capabilities include Case Management, Knowledge Management, Robust CRM, Call Center Management, Sales Management and CPQ, Service Request Management, snd Social Awareness Management.

Bristow, Va

As the company’s first VP of Sales & Business Development, primary focus was on client sales, as well as addressing structural and procedural matters to better enable sales and services delivery.• Directed and implemented a CRM for sales opportunity management and pipeline reporing• Developed a turnover process to professional services to enable a smoother transition to project delivery.• Working with Professional Services leadership, clarified and stabilized the service offerings portfolio.• Managed select sales opportunies with client executive leadership.• Attended industry conferences across the U.S.

Bristow, Va

Recruited to CampusLabs to create a new offering – CampusLas Enterprise & Insight. In leading this new effort for the company, several areas were vital to insure success:• Created a vision for an enterprise SaaS solution built on the company’s existing SaaS point solutions.• Worked with Product Management & Marketing to create collateral.• Directed a team of 10-12 salespersons in positioning an enterprise solution.• Engaged professional services leadership to create a complete implementation package.• Attended industry conferences across the U.S.

Fairfax, Va

Individual field sales executive focused on new account sales of ERP & CRM software, implementation services, and managed services in the Higher Education industry. Managed direct sales to targeted accounts and major opportunities ($750K - $5M+) in a multi-state, mid-west territory. Developed strategic sales plans to build current year revenue, and add to existing client base for future growth opportunities. Involved cross-departmental resources from executive leadership, marketing, product management, and sales engineers for successful sales campaigns for new accounts in assigned territory. Consistently exceeded software and services sales quotas.As a Sr. Sales Executive, mentored and trained new salespersons in sales process and methodology. Utilized a team approach for prospect opportunities, managed teams of 5-10 individuals, and 3-6 support resources. Maintained a robust pipeline, providing opportunity insight and forecasting, through the corporate CRM system (Salesforce.com). Served as corporate CRM specialist for the sales team and sales leadership.• Managed sales to strategic accounts and major opportunities.• Sales exceed $35 million and over 20 new accounts.President's Council attainment:• 2012 PC - 170% of 2011 quota - 2011 Salesperson of the Year - New Account Sales• 2010 PC - 133% of 2009 quota• 2009 PC - 196% of 2008 quota - 2008 Salesperson of the Year• 2007 PC - 250% of 2006 quota• 2006 PC - 150% of 2005 quota• 2005 PC - 115% of 2004 quotaAccomplishments:• *** 2011 - Salesperson of the Year - New Account Sales ***• 2011 - Salesperson of Q1, Q4 - New Account Sales • 2010 - Salesperson of Q1/Q2• 2009 - Salesperson of Q1/Q2• *** 2008 - Salesperson of the Year ***• 2008 - Salesperson of Q3/Q4• 2008 - Salesperson of Q1/Q2• 2006 - Salesperson of the Quarter - Q3 & Q4• 2005 - Salesperson of the Quarter - Q1• 2004 - Salesperson of the Quarter - Q3• 2003 - Ice Breaker Award

Annandale, Va

Independent consultant. Provided business and relationship development, corporate sales force development and management, market positioning, and operations management services. In one case, increased monthly sales over 200% and sales pipeline increased 800%+ due to the policies, direction, and leadership in this position.• Created and managed a sales team of 8 individuals, including sales and incentive plans, individual and team quotas.• Created corporate sales model, policies and procedures, pricing models and proposal document templates.• Implemented a web-based CRM to manage sales opportunities, process, and growth.• Developed and managed a staff of 24 technology services professionals focused on client service.• Developed the marketing message and image used to successfully launch a services offering.Clients: Integic Corporation, siXer.cOm, inc., Current Technology Services

Rockville, Md

Project management of 25 analysts, sales account management and client relationship development. Directly responsible for signing over $12 million in consulting services revenue with a primary focus on e-Business Solutions and Business Consulting.• “INNER CIRCLE” status for exceeding $2M quota in FY 2000. Quota exceeded in 4 months.• “INNER CIRCLE” status for exceeding $4M quota in FY 1999.• Trained in and utilized “Solution Selling” sales methodology.Clients: MCIWorldcom, Philip Morris, CRIIMI

Washington D.C. Metro Area

M.B.A., Marketing, Strategic Information Systems

Activities and Societies: The Dean's Award - Recognized for making the Greatest Contribution to the M.B.A Program.

B.B.A., Marketing

Activities and Societies: Lambda Chi Alpha fraternity, William & Mary Concert & Marching Band